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Sales Strategy

  • Grow An Enterprise Account: 10 Steps to Collaborate on a Campaign
    Grow An Enterprise Account: 10 Steps to Collaborate on a Campaign
    Barbara Weaver Smith, CEO, The Whale Hunters Recorded: Dec 10 2018 22 mins
    Once you are doing business with a national, multi-national or company it’s hard to plan for growth. What’s next? Who’s in charge? Is marketing still involved? Should you include the entire footprint? I’ll give you a method for an account-based sales development plan jointly designed and run by marketing and sales.
  • Secrets to 21st Century Selling
    Secrets to 21st Century Selling
    Sam Richter w/special guest Mark Hunter Recorded: Dec 6 2018 54 mins
    Technology has dramatically changed the way people buy and sell. But maybe not how you think. It’s certainly important to participate in “social selling.” But the real secret is leveraging online information resources with proven sales techniques to discover the right prospect, at the right time, with the right message.
  • How to Build a Sales Organization from the Ground Up
    How to Build a Sales Organization from the Ground Up
    Liz Heiman, Chief Strategy Officer Recorded: Dec 5 2018 43 mins
    Other sales experts talk to you about how to sell, I teach companies how to build sales organizations that hit revenue goals.

    Starting with:

    - What your sales team will need to succeed
    - Why strategy delivers sales results
    - The importance of messaging to close deals
    - How a funnel will support your sales effort
    - Things to consider before you hire
  • A Walk in The Clouds: The Modern Customer Experience
    A Walk in The Clouds: The Modern Customer Experience
    Jacqueline Touma, Sandy Mathis, Amy Protexter, Razia Richter Recorded: Dec 4 2018 60 mins
    The customer expects fast, personal and engaging experiences, integrated and aligned across touch points in real time.

    The Cloud brings along a paradigm shift in the way customers interact with the businesses and what businesses must be prepared for. Understand what the Modern Customer Experience is and how content and customer analytics are keys to success.

    Organizations need to have the right tools to capture feedback and provide needed content at each point in the life cycle.

    Learn more from our Panel of experts as they share their experiences, best practices, and lessons from leading Companies.
  • Change the Way Your Team Sells with the Client Evolution Model
    Change the Way Your Team Sells with the Client Evolution Model
    Deb Calvert w/special guests Rebecca Twomey & Charles Bernard Recorded: Dec 4 2018 47 mins
    Are you looking for ways to help your sales team succeed? (Well I mean, of course you are!)

    So, let's get to it. Let's help your sales team succeed at selling and building relationships. This special edition webinar features two members of the Criteria for Success team, a sales growth company:

    Charles Bernard, CEO
    Rebecca Twomey, Director of Marketing
    During the webinar, Charles and Rebecca will share the Client Evolution Model with you. It's an impactful tool that will help your sales and marketing teams understand where to focus energy, and what to do during each step of the prospect/client relationship process.

    If you want more business and stronger relationships with your prospects and customers--this webinar is for you!

    Ready to empower your sales and marketing teams and grow your business? Get signed up today!
  • Selling to Multiple Buyers: Discovering Who Buys, Who Cares, and What Matters
    Selling to Multiple Buyers: Discovering Who Buys, Who Cares, and What Matters
    Deb Calvert w/special guests Thomas Williams & Thomas Saine Recorded: Dec 3 2018 44 mins
    Three seemingly simple questions lie at the heart of why sellers win or lose. “Who buys?” “Who cares?” “What matters?” If you don’t know or aren’t sure of the answers, you may be in for a bumpy ride.

    In this 45-minute webinar we will discuss the importance of stakeholder mapping and how it can prioritize and customize sales activity. The information provided will be from Chapter I of the book entitled “The Seller’s Challenge: How Top Sellers Master 10 Deal Killing Obstacles in B2B Sales” which the presenters co-authored.
    You will learn:
    Why It’s Difficult to Identify Key Stakeholders
    What is Stakeholder Mapping
    The Six Questions That Stakeholder Mapping Can Answer
    The Difference Between Internal and External Stakeholders
    The Importance of Identifying Mindset
    The Three Types of Change Drivers
  • 8 Steps to Rolling Out a Powerful Social Selling Program
    8 Steps to Rolling Out a Powerful Social Selling Program
    Brynne Tillman Recorded: Nov 27 2018 37 mins
    Learn the 8 steps that every sales team needs to implement in order to launch a profitable and scalable LinkedIn & Social Selling program.

    1. Define KPIs and Goals
    2. Buyer Mapping
    3. Selecting Tool Stack
    4. Content Strategy
    5. Playbook
    6. Profile Development
    7. Training
    8. Measure and Coach for Improvement
  • Secrets to Digital Advertising from Marketo
    Secrets to Digital Advertising from Marketo
    Scott Minor, Online Marketing Program Manager, Marketo and Favian Castillo, Digital Marketing Specialist, Marketo Recorded: Nov 27 2018 40 mins
    How does Marketo get the most out of their own search and social advertising campaigns? Join Scott Minor, Online Marketing Program Manager, and Favian Castillo, Digital Marketing Specialist, as they spill the beans on their paid strategy at Marketo.

    You'll learn Marketo's secrets to:

    - Targeting, user experience, and tracking
    - Measuring success/ROI by program, campaign, and individual ads
    - Retargeting, ABM campaigns & more!
  • The future of sales: How big shifts will impact your sales organization
    The future of sales: How big shifts will impact your sales organization
    Brandon Kulik, Principal, Sales Force Effectiveness Practice, Deloitte; Simmi Mehta, Senior Manager, Sales Force Effectivenes Recorded: Nov 27 2018 43 mins
    The sales planning process is constantly changing, with new technologies emerging every day to enhance how we meet business goals.However, sales leaders are struggling to understand the implications of artificial intelligence (AI), data and analytics, digital platforms, and robotics, as well as their impact on the business.

    Anaplan and Deloitte invite you to join this on-demand webinar to learn how these key technology disruptors are impacting the sales organization.

    After the webinar, you will know:
    -How to use macro trends to differentiate yourself from competitors
    -What sales and channel operations teams can do to understand and harness new capabilities
    -The leadership skills and cultural attitudes needed to adopt changes in a sales organization
  • Smart Cities: Real IoT Use Cases
    Smart Cities: Real IoT Use Cases
    Steve Brumer- Partner at 151 Advisors and Steve Wimsatt - Senior Director, Alliances and Business Development Ruckus Network Recorded: Nov 26 2018 60 mins
    Problems faced by IoT and smart city opportunities are knowing how all the moving pieces work together to obtain a real ROI! Join Steve Brumer, Partner at 151 Advisors and Steve Wimsatt, Senior Director, Alliances and Business Development Ruckus Networks, a unit of ARRIS for a 45-minute open discussion on IoT in Smart Cities, the real-world applications and uses cases across the globe and how to make money!

    Topics will include:
    - Real World Applications & Uses Cases
    -Where is the money in supplying products and services and the commercialization aspects of them!
    - What is the true meaning of ROI in the Smart Cities and Smart Buildings space?

    Key takeaways will focus on where should you focus your time, energy and efforts within this space and how to drive revenue.
  • Next Generation Sales and Business Alignment: Driving Past Legacy Integration
    Next Generation Sales and Business Alignment: Driving Past Legacy Integration
    Aaron Goldberg - Market Expert at Content 4 IT, Jason Loh - Global Head, Sales Solutions at Anaplan Recorded: Nov 23 2018 37 mins
    In many organizations, sales metrics are typically driven by a sales-only view that can diverge from the company’s overall business plan at the detail level. This is the result of legacy approaches that have limited integration between sales and business operations metrics.In today’s hyper-competitive landscape, successful digital businesses can no longer afford to operate this way.

    Building truly connected sales plans and strategies that are tightly linked to enterprise performance management, CRM, and other critical business data ensures that every part of the organization is working together.

    Watch this webcast to gain key insights into incentives and best practices for true sales and business alignment.
  • 7 Sales Hacks to Boost Your Sales Productivity
    7 Sales Hacks to Boost Your Sales Productivity
    Deb Calvert Recorded: Nov 20 2018 38 mins
    Join Deb Calvert from People First Productivity Solutions to learn 7 sure-fire sales hacks that will amp up your sales productivity. Each of Deb's sales hacks are field-tested and come directly from top-performing sales pros who found smart workarounds and processes that led to sales success, quota attainment, and making more money!
  • How Element 26 Uses Quip to Improve Deal Velocity & Seamless Customer Service
    How Element 26 Uses Quip to Improve Deal Velocity & Seamless Customer Service
    Nathan Haines Managing Director Element 26. Kate Aldridge Senior Producer Element 26.Louis Tsamados Editing Colorist Element Recorded: Nov 20 2018 39 mins
    Join us to learn how Nathan Haines, Managing Director at Element 26 empowers a team of 20 to deliver a fast, seamless experience across marketing, sales and service. See first-hand how Quip is used to enable cross-functional collaboration for the sales process, and then on to service delivery.

    On this webinar we will share successes and best practices using Quip to:

    1- Create collaborative sales processes that keep everyone on the same page
    2 - Track filming, scheduling and service deliverables
    3 - Review opportunity management and deal creation use cases
  • Creating Motivating and Personalized Sales Incentive Plans
    Creating Motivating and Personalized Sales Incentive Plans
    Steve Marley, principal at ZS Associates Recorded: Nov 20 2018 49 mins
    Discover the changing world of incentive compensation. Would a psychologist agree with how we design incentive plans?

    Sales compensation plans are traditionally designed around sales roles, and they assume every individual has the same motivations—which psychologists would disagree with. One of the great visions for sales compensation is to provide a level of personalization to sales comp plans to maximize the motivation of individual sales representatives. As a result, more and more companies are tailoring their incentive plans to increase motivation in their sales reps and encourage desired sales behaviors.

    Join Steve Marley, co-author of The Future of Sales Compensation, in this webinar as he discusses how companies are enabling personalized incentives to benefit both the individual and the company.

    This webinar is brought to you by Anaplan and its partner ZS Associates.
  • How Sales Leaders can Manage and Motivate Their Millennial Salesperson
    How Sales Leaders can Manage and Motivate Their Millennial Salesperson
    Danita Bye, Founder of Sales Growth Specialists; Author of Millennials Matter Recorded: Nov 16 2018 46 mins
    In this webinar, you’ll learn:
    -3 critical Millennial mindsets to leverage to get engagement
    -3 must-have beliefs needed for success
    -3 differences to providing feedback to Next Gen salespeople
  • Conducting the Symphony: How to Coordinate Your Sales Planning Initiatives
    Conducting the Symphony: How to Coordinate Your Sales Planning Initiatives
    Hunter James, Sr Director, Voiant Group; Jason Loh, Sales Solutions, Anaplan; Linda Connor, Director of Finance, Tibco Recorded: Nov 16 2018 60 mins
    Learn to keep the elements of your go-to-market strategy working in harmony.

    Your product and services define what you bring to the market, but your go-to-market is your secret sauce. It’s the strategy that you’re constantly developing to approach, target, and dominate, and it includes how you orchestrate your territory plans, quotas, account segments, incentives, staffing, and KPIs. But how do you tune your go-to-market strategy to strike the perfect note? In this webinar, learn to keep the elements of your go-to-market strategy working in harmony, including:

    -How to unify the components of your sales planning process
    -Understanding how Anaplan customers gain competitive advantages through improved sales planning
    -Ways to align sales territories and quotas to increase the bottom line
  • How to Triple Your Close Ratio With Just Two Questions
    How to Triple Your Close Ratio With Just Two Questions
    James Muir CEO of Best Practice International and Bestselling Author of The Perfect Close Recorded: Nov 15 2018 55 mins
    Discover how to triple your close ratio using the two key questions that are zero pressure and advance the sale with 95% certainty. In this session you will learn the exact questions for advancing the sale while making client feel more educated, in control, and causes them to see you as a trusted advisor and consultant.
  • How to Drive More Revenue Faster Using the Magic Triangle of IT Intelligence
    How to Drive More Revenue Faster Using the Magic Triangle of IT Intelligence
    Scott Smyth, Vice President, Sales, HG Data | Justin Kitagawa, Director of Product Marketing & Operations, HG Data Recorded: Nov 15 2018 45 mins
    When you can see what your accounts spend on IT, what technologies they have installed, and when their contracts are up for renewal, you’re in a much better position to add value to your prospects and deliver more revenue for your company. Every day, successful sales teams are using the Magic Triangle of IT intelligence to target their accounts when they’re most ready to buy.

    In this webcast, you’ll learn why IT Spend, Installed Technologies, and Contract IT data (the three components of the Magic Triangle) are crucial to growing your wallet share. We’ll explain how:

    • Deep spend insights drive sales via the targeting of top spending accounts
    • Knowledge of your customers installed technology base can help you better plan, target and compete
    • Sales cycles are shortened and win rates increased with actionable intelligence on customer contracts

    Register for this webinar today and learn how to leverage the Magic Triangle of IT intelligence to gain an unfair advantage and increase your win rate!
  • Productivity, efficiency, effectiveness – what’s what and where to focus?
    Productivity, efficiency, effectiveness – what’s what and where to focus?
    George Brontén Recorded: Nov 15 2018 42 mins
    What is the difference between sales productivity, efficiency, and effectiveness? What can we do to maximize the output of our sales teams? Where should we place our focus? How do we ensure that everyone is working with the right things? Is sales and marketing technology helping or making matters worse?
  • 7 Sales Differentiation Secrets Every Salesperson Needs to Know
    7 Sales Differentiation Secrets Every Salesperson Needs to Know
    Lee Salz – Sales Management Strategist and author of “Sales Differentiation” Recorded: Nov 15 2018 47 mins
    Sell the value! Those are the marching orders commonly given to salespeople as they are sent on a quest to hit their quotas. But what is the value? That’s what salespeople want (and need) to know. Without a sales differentiation strategy in place, every buying decision is laser-focused on price.

    Lee B. Salz, author of the new, groundbreaking book “Sales Differentiation,” teaches you how to harness the power of sales differentiation to win more deals at the prices you want. In this entertaining and educational virtual presentation, Lee will share 7 sales differentiation secrets every salesperson needs to know.
  • Ideal Schedule for Sales Manager Productivity
    Ideal Schedule for Sales Manager Productivity
    Carole Mahoney, Founder Recorded: Nov 14 2018 49 mins
    What should a sales manager’s schedule look like to have the maximum impact on their sales teams’ performance?

    Join this webinar and discover sales productivity best practices that overcome challenges with:
    ●Building relationships with salespeople
    ●Improving sales performance
    ●Managing quota to exceed expectations
  • Why You Need to Kill the Marketing/Sales Handoff
    Why You Need to Kill the Marketing/Sales Handoff
    Jonathan Gladbach, Director of Marketing; Molly Babbington, Director of Sales Recorded: Nov 14 2018 21 mins
    Having trouble with making sure all of Marketing leads are followed up on? Do you find it hard to meet your Lead SLA? Sales leaders such as yourself often put a lot of pressure on ensuring a smooth handoff between Marketing and Sales teams. Unfortunately, this firm handoff isn't the best experience for your customer.

    Customer expectations in both B2B and B2C are evolving. They expect consistent communication and conversation at all stages in the buying cycle. Even before entering the Sales cycle, they want their questions answered and concerns addressed. At the same time, response rates for old communication channels are decreasing. Simply engaging customers with Drip emails isn't enough anymore. Both Marketing and Sales need to change the way they operate.

    Join Hustle leaders Molly Babbington, Director of Sales, and Jonathan Gladbach, Director of Marketing to learn how they ran joint Marketing and Sales campaigns through text message with 85% response rates and 20% conversion rates to meetings.

    You'll Learn:

    - How to properly use SMS messaging to prospects at the very top of the funnel to quickly qualify leads and create interest.
    - Ways to avoid disjointed customer experience between marketing campaigns and sales.
    - Methods to successfully reactivate dead leads with a simple conversation.
  • 7 Sales Hacks to Boost Your Sales Productivity
    7 Sales Hacks to Boost Your Sales Productivity
    Deb Calvert Recorded: Nov 14 2018 45 mins
    Join Deb Calvert from People First Productivity Solutions to learn 7 sure-fire sales hacks that will amp up your sales productivity. Each of Deb's sales hacks are field-tested and come directly from top-performing sales pros who found smart workarounds and processes that led to sales success, quota attainment, and making more money!
  • Five Keys to Successful Prospecting (some refer to it as Cold Calling)
    Five Keys to Successful Prospecting (some refer to it as Cold Calling)
    Connie Kadansky, Sales Call Reluctance Coach Recorded: Nov 13 2018 38 mins
    70% of the sale is engagement and uncovering the need. Prospecting and engaging prospects is the weakest link and biggest challenge for salespeople. 80% of prospecting is emotional and 20% is strategic and technical. Explore and discover what it take to become effective at prospecting people who you don’t know yet.
  • Courageous Prospecting: Handling Rejection when Cold Calling
    Courageous Prospecting: Handling Rejection when Cold Calling
    Andrea Waltz Recorded: Nov 13 2018 45 mins
    There is probably no bigger “mindset” barrier to effective prospecting than the fear of rejection. This webinar will cover the mindset needed to prospect with courage and confidence for sellers at any level, as well as how to apply the same mindset to both leaving voicemails and email prospecting for maximum effectiveness.
  • The 5 Planks of Door Opening Success
    The 5 Planks of Door Opening Success
    Caryn Kopp, Chief Door Opener Dec 12 2018 5:00 pm UTC 38 mins
    The first step in closing a sale is the initial meeting. Do you want more of those? Learn:

    -What motivates the right decision makers
    -How to find the ideal prospects
    -The secret to creating compelling messaging
    -Objection responses which work
    -Secrets to hiring the right hunter
    -Techniques for creating urgency
  • Balancing Research and Action - Fighting Analysis Paralysis for SDRs
    Balancing Research and Action - Fighting Analysis Paralysis for SDRs
    David Dulany Dec 12 2018 7:00 pm UTC 45 mins
    We know we need to have some information on our prospects before cold calling or emailing them, however, it's easy to stuck in "Analysis Paralysis"... where you open one window and another and another until 2 hours have passed. You still gotta pick up the phone. What's the balance? Tune in for some great ideas.
  • Take Control in an Account-Based Buying World
    Take Control in an Account-Based Buying World
    Lauren Weatherly- VP of Marketing, PGi; Matt Senatore- Service Director of ABM, SiriusDecisions; Latane Conant- CMO, 6sense Dec 13 2018 5:00 pm UTC 60 mins
    Failing to align on marketing and sales strategies leads to wasted efforts, execution mishaps and lost business opportunities. Yet according to SiriusDecisions research, only 37 percent of b-to-b organizations would say there is overall marketing and sales alignment, and nearly one-third of sales organizations estimate they lost at least one month of productivity re-evaluating their account territory assignments after the start of the year.

    Tune-in to learn industry best practices for aligning sales and marketing to drive demand in an account-based buying environment. Discover tips for leveraging technology to gain actionable insights on accounts, focusing prioritization efforts to rapidly scale ABM efforts.

    You’ll also hear first-hand how to create an aligned ABM strategy that drives measurable results like faster time to engagement, larger deal size, and higher win rates.
  • Prospecting Secrets – How to Find the Right Person, Right Now
    Prospecting Secrets – How to Find the Right Person, Right Now
    Sam Richter Dec 19 2018 6:00 pm UTC 45 mins
    Keeping your pipeline filled with quality leads is the key to sales success. Yet how do you find the right prospects? In this webinar, you will learn online search secrets for finding decision makers who are ready to buy, and how to connect in ways that generate a positive response.
  • How to Make Your Business a Customer Magnet
    How to Make Your Business a Customer Magnet
    Peter Strohkorb Dec 19 2018 9:00 pm UTC 59 mins
    If you are a B2B business owner or run a B2B business and want sustainable sales growth then this is a must-see webinar for you!

    Peter Strohkorb, international expert on customer centricity in sales and marketing (smarketing) outlines the ten customer touch points that will make or break your business.
  • Create. Dominate. Generate: Get Maximum ROI on Your Next Trade Show
    Create. Dominate. Generate: Get Maximum ROI on Your Next Trade Show
    Alice Heiman, CRO Dec 20 2018 6:00 pm UTC 45 mins
    What if you got just one more deal from your next trade show?

    Discover some simple ways you can maximize your ROI.
    Analyze past results to make decisions about future shows
    Build a plan for the lead generation activities you will do before, during and after the show
    Stand out and be memorable to get qualified leads
    Turn those qualified leads into deals to generate revenue
  • Make More Time for SALES in 2019
    Make More Time for SALES in 2019
    Debbie Mrazek - President Dec 28 2018 4:00 pm UTC 45 mins
    - Create more Sales Success by creating more time for SALES
    - Increase your Sales Productivity by managing your time more effectively
    - Shorten your Sales Cycle and create more SALES
    - Develop more Prospects and have time to IMPROVE Prospecting
    - Make your SALES Goal what you REALLY want it to be
  • Sell More & Faster: B2B Sales Acceleration Techniques you can use right now!
    Sell More & Faster: B2B Sales Acceleration Techniques you can use right now!
    Peter Strohkorb Jan 9 2019 8:30 pm UTC 49 mins
    This webinar is ideal for B2B Business Owners, Salespeople and Sales Leaders who want to quickly fill their sales pipeline and accelerate their sales results with field-proven techniques.

    Secure your attendance now!
  • The Business Value Hierarchy:A strategic approach to cure underperformance
    The Business Value Hierarchy:A strategic approach to cure underperformance
    Christopher Ryan, The B2B Revenue Growth Expert Jan 17 2019 6:00 pm UTC 45 mins
    Your mission is not just to generate more awareness, leads and revenue, but also to increase the financial and brand equity value of your company. To do this, you need to rise above the noise in the marketplace and truly understand your company’s place in the customer’s widening array of expectations.
    Step one is to uncover the current value of your offerings to your customers and prospects (the existing state). Truth here is an absolute must.
    You then need to protect and enhance your marketplace value by either being a top player (perhaps “the” top player) in your value category or better yet, launching yourself into a higher-value and more profitable category. Topics include:
    How to find your current place on the Value Hierarchy Scale.
    What four value measurements to capture and track.
    How to identify and close your value gap.
    Your best options for moving up the value scale.

    You will learn how to:

    1.Measure where you are in relation to your competition.
    2.Achieve lasting competitive differentiation
    3.Increase the financial and brand-equity value of your company.
    4.Become a leader in your existing value category or catapult to the next category
  • ISM Webinar: Could personalised technology give you that extra 10%?
    ISM Webinar: Could personalised technology give you that extra 10%?
    Iain Sinnott – Sales and Marketing director – VanillaIP Jan 29 2019 11:00 am UTC 30 mins
    Key Takeaways:

    Technology is constantly evolving, and businesses are becoming more and more dependent on technology to run their businesses efficiently.

    Technology is transforming businesses and disrupting entire industries. One of those industries that has been heavily affected is sales.

    From prospecting to closing, today’s mobile, social, big data, and cloud technologies are revamping the sales process in ways that would have been unthinkable only a few decades ago.

    As a result, many sales organizations are embracing new technologies to drive productivity, profitability, and competitive advantage to revamp the sales process.

    With that in mind, here’s a look at some of the technological tools organizations are using to streamline the selling process:

    -Big Data
    -Social Platforms
    -Sales Force Automation Systems
    -Cloud-based CRM Technology
    -Mobile technology

    Reasons to Attend:

    -Why individuals need to be involved in the choice of business productivity tools
    -The different benefits different users derive
    -Why learning to work with salespeople is the best way for buyers to avoid white elephants

    Technology is constantly reinventing and improving, and the world is being constantly reinvented around it.
  • How to Manage Sales AND Lead People
    How to Manage Sales AND Lead People
    Deb Calvert, Coach and Trainer for Sales Managers Jan 29 2019 4:00 pm UTC 60 mins
    The most effective Sales Managers understand that managing sales is only part of the job. To succeed long term and build the business, you can't ignore the other part of your job -- leading people. Join me to learn how you can out-perform your peers, delight your customers, and support your team members in ways that really matter.
  • How to boost lead generation with employee advocacy
    How to boost lead generation with employee advocacy
    Bruno Bin, Head of Marketing at Smarp Jan 30 2019 3:00 pm UTC 45 mins
    Companies spend lots of time, money and resources creating great content. The problem is this content often doesn't get the attention it deserves.

    Whether it's an eBook, video testimonial, blog post, webinar, new job post or even sales collateral, when information doesn't flow, engagement is low and well, you know the drill.

    Watch this webinar to learn how you can leverage employee advocacy and the power of networks to give your content the attention it deserves with increased reach, trust and content marketing ROI.
  • ISM Webinar: How to Write an Effective Sales Email
    ISM Webinar: How to Write an Effective Sales Email
    ISM Fellow - Phil Dickenson Feb 5 2019 11:00 am UTC 30 mins
    Key Takeaways:

    How to write an email which gets a better chance of being opened and getting a response. This will increase your chances of hitting your sales target for the month, quarter and year.


    Reasons to Attend:

    Email is the most common form of communication in business. Most sales emails don't get replied to because they're not good enough.

    So how do you improve your email? How do you communicate to a customer and increase the likelihood of them replying?

    Author of the Amazon bestseller, Everybody Works In Sales, Niraj Kapur, will show you how. Face to face is important. Social media is important. Email is the most common form of communication in business and if you don't get it right, you will lose out.
  • Essential sales skills needed to succeed in the construction industry
    Essential sales skills needed to succeed in the construction industry
    Stella Dixon - Training Manager, Aggregate Industries Feb 7 2019 11:00 am UTC 30 mins
    Key Takeaways:

    A suggested approach to developing commercial skills in Business Graduates in the construction industry.

    Reasons to attend

    Commercial awareness is one of the key attributes cited by many employers as being essential to employability, but unfortunately, one that many people seem unable to demonstrate. It comes up time and time again in job advertisements, discussions between recruiters and on careers guidance websites. But what does 'Commercial Awareness' really mean, and how can you develop it?
  • ISM Webinar: 5 LinkedIn Hacks that Reveal where Your Ideal Prospects are Hiding
    ISM Webinar: 5 LinkedIn Hacks that Reveal where Your Ideal Prospects are Hiding
    Sarah Hughes ,”The LinkedIn Lead Generation Expert” and Founder of Boost Business Growth Feb 12 2019 2:00 pm UTC 45 mins
    Reasons to Attend:

    I show you LIVE inside my LinkedIn account so you can use the same techniques to predictably fill your sales pipeline too.

    Here are a further 3 valid reasons to attend:

    1.You’d love to get the inside track on what I do so that you and your teams can do it too
    2.I show you the 23 filters within LinkedIn to instantly pinpoint your prospects with laser precision
    3.You’ve been itching to conquer LinkedIn or social selling and want to create a flow of leads.

    Key Takeaways

    •2 phrases in your sales team LinkedIn profiles that kill prospect conversations stone dead
    •1 action that alerts you to new prospects, even without a fresh database of leads
    •2 approaches to credibly grow your audience of prospects and referrers
    •1 Power Play that attracts, rather than repels, your prospects.
  • ISM Webinar: Social Selling In The Real World
    ISM Webinar: Social Selling In The Real World
    ISM Fellow - Ian Moyse Feb 21 2019 11:00 am UTC 30 mins
    Key Takeaways:

    •What it is
    •What it isn’t
    •Turning Social into real engagements
    •Is it just LinkedIn
    •Receive a Personal Action Plan

    Reasons to attend

    Social Selling is the new sales skill in your toolbag to help you open doors, build your own reputation & have stronger engagement with prospects. Ian Moyse, is a respected authority on Sales Leadership and the new methodology of Social Selling, sitting as a non-exec on Digital Leadership Execs, a leading Social Selling firm. He has spoken widely on Social Selling. Ian is a judge on many Sales Awards and has interviewed hundreds of Salespeople and can share in today’s market a valuable skill that can help set you apart
  • ISM Webinar: Lack of Pipeline - The number 1 reason you are not hitting Quota
    ISM Webinar: Lack of Pipeline - The number 1 reason you are not hitting Quota
    ISM Fellow, Steve Burton Mar 12 2019 11:00 am UTC 30 mins
    Let’s face it… selling isn't easy. Sometimes it seems easier to lure a ravenous lion with a lettuce leaf than hit your monthly sales target. Even the best, most seasoned salespeople will feel pressurized from time to time and result in them not hitting the target. It’s this pressure that spawns excuses – excuses that detract attention away from a salesperson’s performance (or lack of it).

    I hate hearing excuses; it feels like people are trying to blame others rather than accepting their own failings. But what are the top excuses you’ll hear from a salesperson?
  • UK supermarkets - the longest cold war?
    UK supermarkets - the longest cold war?
    ISM Fellow - Andrew Grant Mar 21 2019 11:00 am UTC 30 mins
    Why you should attend:

    An up to date analysis of the UK supermarket sector - mergers, acquisitions, consolidation, relentless pressure - but why no all-out price war for the past 15 plus years - would Amazon's entry be the final straw?

    What you will learn

    •Unmissable for anyone selling into the UK supermarkets
    •Get yourself fully up to date with the latest changes that could impact your business
    •Delivered by an acknowledged industry expert
  • ISM Guest Webinar: The 9 Key Characteristics Required in Strategic Sales
    ISM Guest Webinar: The 9 Key Characteristics Required in Strategic Sales
    Jim Bloomfield & Sarah Clapperton - Director, Bloojam Consulting Ltd Apr 9 2019 10:00 am UTC 30 mins
    Reasons to Attend:

    The Acuity® for Strategic Sales model has been designed by Business Psychologists to enable organisations to develop high performing salespeople and to recruit new sales talent.

    By reviewing credible research from 30 years of scientific studies into sales behaviours, the Acuity® for Strategic Sales model identifies the 9 key sales capabilities that determine success. Aimed at Sales Directors and Sales Managers this webinar will share with you how you can measure these sales capabilities in your team to drive sales performance.

    Key Takeaways

    Environmental drivers that require a change in sales behaviours

    What to look for in your sales teams:

    •Personal Drive- Describes why an individual enjoys sales activities and whether they will seek to perform at a consistently high level.

    •Sales Focus- Describes what the individual does to understand the client and the relevant economic and industry drivers, to use this knowledge to provide insight and solve customer problems, and to seize opportunities to create momentum in the sale.

    •Interpersonal Insight- Describes how the individual interacts with the customer, through appreciating the perspective of the other party, modifying their behaviour in a way that is appropriate to the situation and developing relationships and connections internally and externally.
  • ISM Webinar: Personal Development Essentials Part 1: How to Set Quality Goals
    ISM Webinar: Personal Development Essentials Part 1: How to Set Quality Goals
    ISM Leader: Ruta Misiunaite, Senior Business Development Manager, IRI UK Apr 18 2019 10:00 am UTC 30 mins
    Reasons to Attend:

    Have you already failed your New Year’s resolutions? Are you dreading coming into work on Mondays? Are you in need of some motivation to kick-start your goals and finish 2019 with a bang? Then you’re in luck because this webinar is meant for you!

    Within four short years, Ruta Misiunaite has progressed from being the most junior sales person in the company with no prior sales experience to one of the Senior Business Development Managers at IRI UK, responsible for going after £39m worth of key prospects’ business. The key driver behind Ruta’s success is her relentless focus on continuous personal development and passion for learning everything there is about being a great salesperson.

    In this first installment of our three-part series on Personal Development Essentials, Ruta will show you how to set quality goals that are challenging, exciting, and help you fall in love with what you do. Don’t wait for a Monday or January 1st to start working on your goals and sign up to this webinar now!

    Key Takeaways
    ●Tips & tricks that will help uncover what truly motivates you to get up in the morning
    ●Simple tools to help write a quality goal that makes you feel excited about realising your full potential
    ●Easy to implement techniques to ensure you stick to your goals throughout the whole year
  • Personal Development Essentials, Part 2: How to Create an Effective Plan
    Personal Development Essentials, Part 2: How to Create an Effective Plan
    ISM Leader: Ruta Misiunaite, Senior Business Development Manager, IRI UK Apr 23 2019 10:00 am UTC 30 mins
    Reasons to Attend:

    Have you set yourself a quality goal and you get the things started, but you’re don’t know where to start? Well then, it sounds like you’re in need of some help building a solid plan!

    During this second instalment of our Personal Development Essentials, Ruta will talk you through the importance of having a personal development plan and show you how to write an effective and actionable plan that helped her progress from being the most junior sales person in the company with no prior sales experience to one of the Senior Business Development Managers within 4 short years.

    Key Takeaways
    • Clear understanding of why having a solid plan is so important in successfully achieving your goals
    • Practical advice on how to use reverse engineering to create an effective personal development plan
    • Tips on what to do when you feel that you’re not getting anywhere close to achieving your goals or if your goals are not exciting to you anymore.
  • ISM Webinar: Marginal Gains to Improve Outcomes as a Sales Leader
    ISM Webinar: Marginal Gains to Improve Outcomes as a Sales Leader
    ISM Fellow - Ian Moyse Apr 25 2019 10:00 am UTC 30 mins
    Key Takeaways:

    •Key metrics to address to transform a sales team
    •What the board wants to see
    •How to make a positive personal impact


    Reasons to attend:

    In today’s selling world, Sales Leaders often hit roadblocks, start new roles and need to make an impact and find it harder and harder to make their mark. Ian Moyse has achieved success in firms running large multi-national teams, smaller startup’s needing to ramp and in joining companies needing sales fixing or acceleration and speaks often on fundamental approaches to driving sales growth and performance. If you take one new idea or focus away, it is with your 30 mins to attend this webinar.
  • Personal Development Essentials, Part 3: How to Find the Time
    Personal Development Essentials, Part 3: How to Find the Time
    ISM Leader: Ruta Misiunaite, Senior Business Development Manager, IRI UK May 2 2019 10:00 am UTC 30 mins
    Reasons to Attend:

    You have set yourself an exciting goal. You’ve come up with a solid step-by-step plan of how to achieve it. But you just can’t find the time in your busy schedule to work on it? You’re not alone!

    In the final installment of Personal Development Essentials, Ruta will show how she managed to find 100+ hours a year of her time for personal development whilst keeping up with her day to day activities. Make sure you find time for what’s important and sign up to this webinar now!

    Key Takeaways

    • An overview of what’s getting in the way of you achieving your goals
    • Simple mindset tricks to help you achieve your goals quicker and with more ease
    • Practical tips on how to carve out at least 15mins for personal development each day